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by
Steve Hurley

Solutions Marketer: An 8-Step Model to Solutions Market Research

“Research is to see what everybody else has seen, and to think what nobody else has thought”. Albert Szent-Gryorgyi, Nobel Peace Prize winner in medicine Every significant new business initiative starts with a market assessment.  This is usually the first stage in the classic Stage[...]
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by
SolutionsInsights

What the Practitioners Say -- The Uneasy Transition from Products and Services to Solutions

Due to the complexity of new issues and challenges that businesses face today, and the need to deliver offerings with greater value to customers, the bottom line is that many companies still have a difficult time developing and marketing the new solutions offerings that their customers need. As[...]
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by
Steve Hurley

Stop Creating Your Solutions with a New Product Development Methodology

Picture this scenario – you’re a Product Development Manager or Director at a large B2B company, and you’ve just been asked to develop a new “solution”.   Instead of being asked to design an upgrade or add new features or functionality to a single product, you’re now responsible for[...]
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by
Steve Hurley

Findings from the Benchmarking Survey on New Solutions Development

The results of our first-ever New Solutions Development (NSD) benchmarking survey are in, and they confirm much of what we’ve suspected about the process – it’s important, it’s different from product development, and it’s hard. As we learned in our previous research, product marketers[...]
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by
Steve Hurley

Moving to Solutions Isn’t an Optional Business Decision – It’s Critical!

We’ve just completed our New Solutions Development process survey, and we’re  excited about the results.  Some of the findings are  real eyebrow-raisers, while others confirm what we’ve already known and communicates with our solutions marketing community. Here is the result from one of[...]
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by
Steve Hurley

The Role of Thought Leadership in Marketing Solutions at IBM

I’m guessing that it won’t surprise many of you that IBM is considered as a leader in the area of Thought Leadership.  Marketing campaigns like Smarter Planet and Watson have been platforms for great new ideas and innovative thinking within IBM that have addressed critical world issues.  The[...]
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by
Matt Leary

Solutions Selling: Four Key Steps to Develop the Accidental Account Manager

One of the keys of successful solutions selling in Develop the Accidental Account Manager is having experienced, well rounded talent in key sales roles. When it comes to managing your top accounts—the crown jewels of your customer base—the capabilities of the account managers will often be the[...]
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by
Nikki Fisher

Non-Traditional Solutions Development: How a Playbook Can Help Your Solution Become Market-Ready

We’re in the last days of collecting data for our survey on solutions development and we can’t wait to sharethe ways in which technology companies across the globe are developing customer-focused solutions. A recent client engagement has already started me thinking, however, about[...]
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